Account Executive, Federal - Civilian

Figma
Washington
Workplace: RemoteFull timeUSD 165,000 - 190,000 annuallyFunction: SalesSkills: ["Relationship building","Value-based selling","Discovery","Executive communication","Multi-stakeholder coordination"]

Own and execute a strategic territory plan across Federal Civilian agencies, building pipeline and delivering quarterly and annual revenue targets. Develop relationships with mission owners, contracting and acquisition stakeholders, and executive leadership to identify opportunities for agency-wide deployment. Use discovery and value-selling to connect Figma’s product suite to measurable outcomes, navigate complex procurement cycles, and advance deals through federal contracting vehicles including GWACs, IDIQs, and BPAs.

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FursaFursa
Figma
Figma
4 days ago

Account Executive, Federal - Civilian

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Source: Company careers pageValidated by: Fursa AI
Last checked: 5 hours agoStatus: Live

Job Summary

Own and execute a strategic territory plan across Federal Civilian agencies, building pipeline and delivering quarterly and annual revenue targets. Develop relationships with mission owners, contracting and acquisition stakeholders, and executive leadership to identify opportunities for agency-wide deployment. Use discovery and value-selling to connect Figma’s product suite to measurable outcomes, navigate complex procurement cycles, and advance deals through federal contracting vehicles including GWACs, IDIQs, and BPAs.
Location: Washington
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own and execute a territory strategy across strategic Federal Civilian agencies, building pipeline and meeting revenue targets.
  • •Develop and strengthen relationships with mission owners, program offices, contracting stakeholders, acquisition teams, and executive leadership to enable broader deployments.
  • •Apply discovery and value-selling to understand missions and priorities, and connect needs to measurable outcomes with Figma.
  • •Build and execute account plans mapping stakeholders, programs, funding sources, acquisition paths, partners, and long-term growth opportunities.
  • •Navigate complex multi-stakeholder sales cycles and federal contracting vehicles (GWACs, IDIQs, BPAs, task orders) to advance opportunities and protect/expand business.

Pay and Benefits

Salary: USD 165,000 - 190,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVisionRetirement BenefitsParental LeavePaid LeaveWellness StipendReproductive Support

Key Requirements

  • •7+ years of enterprise software or SaaS sales experience, including significant selling into Federal Civilian agencies and a track record of meeting or exceeding revenue targets.
  • •Experience owning strategic Enterprise accounts (5,000+ FTEs), generating net-new pipeline, and closing complex, multi-stakeholder deals of six months or longer.
  • •Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes.
  • •Experience navigating complex federal procurement and acquisition processes, including agency budget cycles, appropriations, funding, procurement timelines, and federal fiscal year dynamics.
  • •Ability to build executive relationships and apply a disciplined, value-based sales methodology that ties solutions to mission and business outcomes.
Experience:SaaSEnterprise softwareFederal CivilianFederal procurementDigital transformation
Skills:Relationship buildingValue-based sellingDiscoveryExecutive communicationMulti-stakeholder coordination
Certifications:Enterprise sales methodologies
Tech Stack:GWACsIDIQsBPAsTask orders

Company Brief

Figma
Design collaboration platform for teams that enables interface design, prototyping, and real-time collaboration in the browser. Figma streamlines product design workflows, handoff to developers, and design system management for organizations of all sizes.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Decacorn (USD 10B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2012
WebsiteLinkedIn